Kit pra-penjualan arsitek solusi

Bid/no-bid record: gates, buying context, solution fit and gaps, competition, price to win, deal economics, delivery risk, bid cost, scorecard, decision

Workshop series plan and record: objectives, participants, data requests, schedule, agendas, capture IDs, pain points, requirements, fit-gap, playback

Interview programme and question bank: information and agreement script, structure, core and role questions, NFR probes, probing techniques, notes sheet, coding, coverage

Stakeholder register with interest, influence, attitude, power/interest grid, engagement gaps, actions and communication preferences

As-is baseline: applications, integrations, data, infrastructure, security (CSF 2.0), operations (DORA), quality, cost (FOCUS), contracts, findings, gaps

Business purpose, measurable objectives, processes, rules, business requirements with attributes, success metrics (BRS/BRD)

Approach options: decision, objectives and CSFs, long-list filter, short list with BAU and do minimum, sketches, NFR fit, TCO, risk, scores, sensitivity

PoC or PoV plan and report: outcomes, hypotheses, success criteria, environment, scenarios, RACI, stop rules, results, evidence, findings, sign-off

Objectives, audience map, storyline and win themes, personas and data, environment checklist, agenda, scene clicks and talk track, Q&A, fallback plan

Bidder technical volume: instructions map, win themes, solution architecture, functional and NFR coverage, security, plan, team, SLAs, risks, case studies

Line-by-line RFP compliance: sources and addenda, shredding, status legend, fit levels, deviations, clarifications, criteria map, coverage metrics

Estimate class, methods, COSMIC size cross-check, PERT per work package, role and phase effort, rates, contingency and reserve, range, assumptions

Pricing basis, licences, cloud per environment, SaaS, hardware, support, services, commitment discounts, assumptions, validity, totals by year, renewals

Risks, assumptions, issues, dependencies and constraints log with P x I scoring, validate-by and validated-on dates, heat map, ADC alignment, RACI and review cadence

Client proposal: needs, solution and architecture summary, scope, team, pricing options, technical assumptions, dependencies, risks, win themes

SOW: scope in/out, deliverables with acceptance criteria, milestones, roles of both parties, change control, payment schedule, signatures